The Trust Factor: How One Lake Winnipesaukee Agent Turned a Risky Contingency Into Three Closings

KEY TAKEAWAYS

- Dual representation allowed seamless coordination of a home sale contingency across Lake Winnipesaukee, resulting in three successful transactions

- Established market expertise and trust enabled the seller to accept what most would consider a risky contingent offer in a competitive market

- Strategic staging with seasonal touches and precise pricing knowledge turned a potential obstacle into a smooth transaction timeline

WHEN EXPERIENCE BRIDGES THE LAKE

The buyer wanted the lakefront property. They had the motivation and the means. But there was one significant problem: their current home sat directly across Lake Winnipesaukee, unsold.

In most markets, that scenario ends before it begins. Sellers rarely accept contingent offers when they can wait for a cleaner deal. But this transaction had something most don't: Brie Stephens on both sides.

Brie Stephens leads Lake Life Realty at Compass, the top-performing lakefront real estate team in New Hampshire's Lakes Region. When both the buyer and the seller trusted her team with representation, she saw an opportunity others might have missed. The question was whether she could convince the seller of Property A to accept a home sale contingency while her team simultaneously listed and sold Property B across the lake.

"Communication can be lost when there's another party to communicate through, another middleman," Brie explains. "Emotion can get out of control. Because we were involved from the start, we could control the narrative and the timeline."

THE STAGING STRATEGY

Property B needed work before it could hit the market. Brie's team went to work with the full arsenal of seasonal staging: mums, pumpkins, corn stalks, and fresh flowers. Furniture got rearranged. Clutter disappeared. The lakefront home needed to showcase the Lake Life that buyers in the region crave, especially during the peak fall season when the foliage draws visitors from across New England.

But the staging was only part of the equation. Brie needed to sell something less tangible to the seller of Property A: confidence.

Lake Life Realty specializes in luxury waterfront properties on Lake Winnipesaukee and throughout the NH Lakes Region. That specialization meant Brie could provide the seller with specific, data-backed projections. She knew the market. She knew the pricing. She knew the timeline

"We were able to sell our experience, our knowledge on the market, and say, we're going to be selling it at this price. We think it's going to be on the market this long," Brie recalls. "That's why, in this market, accepting a home sale contingency is okay."

THE RAPPORT ADVANTAGE

The seller of Property A was getting his asking price. That helped. But price alone doesn't usually overcome the uncertainty of a contingency. What made the difference was trust.

Brie Stephens was named to NAR's 30 Under 30 and has closed over $128 million in lakefront property sales. Those credentials matter, but in this transaction, it was the personal rapport that sealed the deal. The seller knew Brie's track record on the lake. He understood her team's ability to execute.

"If there had been another agent that the buyer had, or the seller across the way had wanted to represent them, and it wasn't us, I highly doubt I would have been able to convince the seller of Property A to accept their home sale contingency," Brie says. "They didn't have that trust, that rapport, and trust in our experience and background."

Without dual representation, the transaction likely would have died at the negotiation table. Another agent wouldn't have the same credibility. The seller wouldn't have the same confidence. The buyer would have been stuck.

THREE CLOSINGS, ONE STRATEGY

Property B hit the market within days of the staging completion. The pricing strategy worked exactly as Brie projected. The timeline held. The contingency resolved.

Then came the satisfying part: closing Property A for the buyers, closing Property B for the sellers, and walking away with three successful transactions that originated from a single relationship.

"It all worked out for the best, and everyone was happy," Brie notes.

In the Lakes Region market, where seasonal pressures and waterfront premiums create unique challenges, this kind of orchestration requires more than market knowledge. It requires living the lifestyle, understanding what buyers really want when they picture lake life, and building the kind of trust that turns a risky proposition into a safe bet.

The transaction proves something important about real estate at the highest level: sometimes the best deals aren't the easiest ones. They're the ones where experience, communication, and trust turn complexity into opportunity.

FREQUENTLY ASKED QUESTIONS

What are the risks of accepting a home sale contingency in the Lakes Region market?

Home sale contingencies introduce timing uncertainty and the possibility that the buyer's property won't sell as expected. In competitive lakefront markets, sellers often prefer clean offers. However, when the same agent represents both sides and has proven market expertise, the risk decreases significantly. The key is having an agent who can provide accurate pricing and timeline projections for the contingent property.

How does dual representation benefit buyers and sellers in lake property transactions?

Dual representation eliminates communication barriers between parties and allows one experienced agent to coordinate complex timelines. In lakefront markets where seasonal factors and specialized property features matter, having an agent who understands both sides of the transaction can streamline negotiations and reduce emotional friction. The agent can also provide more accurate market assessments when they control both listings.

What staging elements work best for selling Lakes Region properties?

Seasonal staging that reflects the Lake Life lifestyle performs exceptionally well. During fall, elements like mums, pumpkins, and corn stalks enhance curb appeal and create emotional connections with buyers. Beyond seasonal touches, decluttering, and furniture arrangement that highlights lake views and outdoor living spaces help buyers envision their future lakefront lifestyle. The goal is showcasing the property's connection to water sports, seasonal activities, and the unique character of New Hampshire lake living.